About you

We are seeking an organized, relationship-driven, and commercially savvy Provider Manager to oversee, scale, and optimize our ecosystem of Independent Software Vendors (ISVs). In this role, you will be the operational and strategic owner of a diverse portfolio of approximately 100 ISV providers, with a dedicated, high-touch focus on our top 20 strategic partners.

Your primary mission is to ensure our provider catalog remains current, maximize the visibility and accuracy of listings on our AppDirect Marketplace, run rigorous governance frameworks-including Quarterly Business Reviews (QBRs)-and drive joint growth through Marketing Development Funds (MDF). Additional responsibilities will include evaluating and onboarding new Independent Software Vendors (ISVs), which encompasses negotiating and executing Distribution and / or Reseller agreements, Product Merchandising, New Provider Enablement with internal teams and external partners, and building lead generation programs.

The ideal candidate has 3-5 years of experience in partner or vendor management and brings a deep understanding of the tech channel model-knowing how to bridge the gap between ISVs, our marketplace, and the channel partners/advisors who sell these solutions.

What you'll do and how you'll have an impact

1. Portfolio Management & Tiered Governance

• • Scale & Data Integrity: Maintain administrative and operational health for a portfolio of ~100 ISV providers, ensuring all organization profiles, compliance records, and point-of-contact information are continuously up to date.
  • Strategic Top-20 High-Touch Focus: Dedicate targeted oversight to the top 20 revenue-generating or strategically vital ISV partners, building strong working relationships with their channel and alliance managers.
  • Quarterly Business Reviews (QBRs): Structure, schedule, and lead impactful QBRs with the top 20 ISVs. Evaluate past performance against channel sales targets, address product and operational friction points, and build joint forward-looking success plans.

2. Channel & Ecosystem Enablement

• • Channel Familiarity & Support: Serve as a subject matter expert on how our ISV portfolio fits into the broader channel ecosystem. Understand how technology advisors, MSPs, and agents position these SaaS tools to end users.
  • Sales & Partner Enablement: Work with strategic ISVs to secure updated sales training, pitch decks, competitive battle cards, and technical cheat sheets, making them readily accessible to internal sales teams and external channel advisors.
  • Escalation Management: Act as the ultimate internal point of escalation when operational issues, complex cross-platform provisioning errors, or critical support tickets stall out with an ISV, protecting the reputation of our channel partners.
  • Product Launch Coordination: Manage the end-to-end rollout workflow for new ISV software listings, application updates, or promotional discounts on the digital storefront.

3. Co-Marketing & MDF Management

• • MDF Optimization: Actively collaborate with eligible ISVs to secure, track, and deploy Marketing Development Funds (MDF).
  • Go-To-Market (GTM) Alignment: Partner closely with internal Growth Marketing teams to convert vendor MDF into high-impact pipeline activities designed for the channel (e.g., partner webinars, localized channel campaigns, co-branded collateral).
  • ROI & Compliance Reporting: Ensure all co-marketing initiatives meet vendor brand standards and proof-of-performance compliance rules to successfully clear funding claims and avoid unspent or lost allocations.

What we are looking for

• Experience:3-5 years of direct experience managing vendor relationships, channel partnerships, or digital marketplace ecosystems in a B2B SaaS or technology environment.
• Channel Savvy: Deep familiarity with the indirect technology channel (e.g., Technology Services Distributors/TSDs, Master Agents, MSPs, and Channel Advisors). You understand how channel partners get paid, what motivates them to sell a specific ISV, and how to build "channel-friendly" programs.
• Marketplace Platform Experience: Prior experience working with subscription commerce platforms, with a strong preference for candidates who have hands-on experience navigating the AppDirect platform (catalog management, billing/provisioning mechanics, or developer portal workflows).
• Financial & Program Savvy: Proven experience managing partner marketing programs, handling MDF allocations, tracking co-marketing budgets, and verifying campaign ROI.
• Operational Discipline: Exceptional ability to prioritize time effectively, transitioning smoothly between managing the daily operational hygiene of 100 providers and driving high-touch strategic accounts.
• Communication & Collaboration: Stellar presentation skills. You can confidently lead a QBR with a vendor on Monday, troubleshoot an AppDirect catalog layout on Tuesday, and pitch a new ISV promo to a channel sales leader on Wednesday